Dynamic, ambitious, and tenacious professional with a proven track record of sustained success in technology sales. Adept at business development and strategic account growth. Excels in relationship selling and contract negotiations, securing multimillion-dollar deals and partnerships. Demonstrates expertise in sales forecasting tools and methodologies, consistently surpassing quotas through team collaboration and deep product knowledge and compelling presentations.
Hi, I’m
Adam Kelly
Summary
Overview
13
years of professional experience
Work History
Okta
Regional Sales Manager
07.2022 - Current
Job overview
- Manage a portfolio of Enterprise clients including Chemist Warehouse, EnergyAustralia, Village Cinemas, MYOB, Vocus Telco and Reece
- Drive new logo acquisition and account revenue growth from assigned territory
- Leverage MEDDPICC, MAP, Salesforce, Clari and other tools to forecast and drive sales.
- C-Suit stakeholder management and relationship building (CIO, CISO, CDO, CMO, CTO, CPO)
- Experienced with TCV and ARR multimillion dollar Master Subscription Agreements (MSA's) and Tenders
- Build and nurture relationships with Partners, Resellers and Technology Alliance Partners.
VMware
Digital Employee Experience & Workspace Specialist
02.2018 - 08.2022
Job overview
- Focused on building relationships with Enterprise and VIC State Government customers.
- Partnered with Victorian Government to build a Digital Workplace capable of scaling to 55,000 users.
- Experienced with multimillion dollar Enterprise License Agreements (ELA's), State Purchase Contracts and Tenders
- Work closely with Managed Service Partners, Resellers and Technology Alliance Partners.
VMware
Business Mobility & End User Compute Specialist
06.2015 - 02.2018
Job overview
- Focused on Enterprise Named Account List including Vic and SA Government Departments, Telecommunication and Large Commercial and Health Accounts.
- Instrumental in the successful bid for an Emergency Services Department Mobility strategy, partnering with Motorola. Total Managed Outsourcing Contract worth $50million.
- Successfully achieved multimillion dollar solution sales across Telecommunications and State Government.
- Partner focused sales approach, developing a cohesive relationship with a broad variety of Partners to achieve outstanding customer outcomes
AirWatch
Account Executive - Business Development
08.2012 - 06.2015
Job overview
- ATO – Prospected, negotiated and won initial 3yr Contract and grew account to over $1mil revenue. This was a competitive win against Mobile Iron, Blackberry and Citrix Systems.
- Macquarie Bank – Closed the largest AirWatch EMM Solution worth $1.675m. The Solution involved licensing, Hosting, Maintenance, Professional Services, Support & Training. Assisted MGL with project Management Implementation, Deployment, Testing and hand over to Operations.
- NBN Co – Won a 5yr Contract for MDM
- Australian Treasury Department – Instrumental in supporting The Treasury Department to complete their evaluation and architecturally prove AirWatch as a validated solution. This opened previously closed opportunities into other Federal Government agencies.
- NSW Police - secured a contract in a competitive situation to provide EMM solutions for internal and Field Force servants,
Education
Mount Lilydale CollegeMelbourne, VIC
High School Diploma
01-1996
University Overview
Skills
- Value based Sales expertise
- Business development
- Relationship selling
- Account development
- Territory expansion
- Contract negotiations
- Presentations and public speaking
- Product expertise
Certifications / Training
Certifications / Training
Value Selling, Value Engineering
SPIN Selling Skills
Certificate II Direct sales
CSE (Cisco Sales Essentials) and overview to: Why Cisco, LAN, WAN, Wireless, IPT, Security, VPN, Network management + others.
Train the Trainer
Objections Objections Objections
Agora (Motivational, Personal Development)
Work Place Training and Assessment-Cert IV
Accomplishments
Accomplishments
- Consistent over-achiever against Quota in a variety of tech sales roles
- Okta Presidents club qualification in 2024
- Okta APJ Rising Star Award for overachieving quota in my first 6 months
- #1 Salesman for AirWatch 2013 and 2014.
- Pioneered a new role within VMware to become a principal sales rep and combine both VMware and AirWatch EUC technologies into a single sales portfolio.
Personal Interests & Community Involvement
Personal Interests & Community Involvement
- Passionate about spending quality time with family and friends, especially boating, camping, and fishing on the Murray River and Lake Eildon.
- Proud husband and father to two wonderful children, Milla and Lochie.
- Committed to giving back through charitable work and community service.
- Volunteer basketball coach for both children and active contributor to the local football club.
- Enthusiastic about a wide range of sports, including wakeboarding, water skiing, snow skiing, basketball, squash, soccer, cycling, and fitness training.
- Dedicated to emotional wellness, mindfulness, and practicing gratitude, with a focus on controlling the controllable.
Timeline
Regional Sales Manager
Okta
07.2022 - Current
Digital Employee Experience & Workspace Specialist
VMware
02.2018 - 08.2022
Business Mobility & End User Compute Specialist
VMware
06.2015 - 02.2018
Account Executive - Business Development
AirWatch
08.2012 - 06.2015
Mount Lilydale College
High School Diploma
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